I remember one sentence from the many books I read while doing business in Europe, the Middle East, and Asia: Your relative power in a negotiation is your capacity to use resources to influence another’s circumstances. In 1962, Richard Emerson published Power-Dependence Relations. I found that Richard's focus on "In how many ways can I demonstrate my … Continue reading Negotiations: Focus on What You Don’t Know.
We've seen a recent wave of cash washing over innovations in autonomous driving, ML, sensors. Granted: that chart is dominated by Zoox's $790M and Xpeng's $708M investment levels [edited: Xpeng announced another $587M on August 3rd!], but you get the idea. I pay close attention when segments start capturing more "wallet share" of investors than … Continue reading Investing in Autonomous Transportation.
The management-craze of "bring me solutions" has gone too far. I recently met with two spin-out teams of enterprises where the engineers and interim-CEO were scared to share any challenges or problems with corporate management because they were expected to be more "solutions-oriented." When I went back to one of the senior executives with a problem … Continue reading Bring me Problems.
Deals seem to fall apart last second. Investors step away from their commitment. A large customers is having some hiccups just when you're closing the round. A partner leaves the venture firm just when you're trying to get the signatures. A clause with the employee stock options pool confuses a corporate investor and they put … Continue reading It’s not done until it’s done.
Most DevOps centric startups are focusing on the Dev, not the Ops. Many tools and startups start in Test & Dev (versus "production" or "in-revenue" applications). But really hard problems in DevOps are often connected to in-revenue, critical applications. These applications have real-time and high-availability requirements and "exactly-once" execution of commands. I have the privilege … Continue reading Developer-centric Startups for Critical Applications
Wow, just re-found this 5 minutes 56-second video with I had bookmarked. I usually hate these "Five Things Successful Executives Do" etc., but this one was a pretty good framework of four recurring patterns -- instead of "do your taxes yourself." or "smile more." or all the other nonsense you read on clickbait. This one has … Continue reading HBR Whiteboard Session: 4 Things Successful Executives Do Differently.
Most Enterprise markets are somewhat finite regarding the number of customers: F1000 by definition has exactly 1,000 companies (d'oh!). Getting new customers is good. That usually comes in cycles: yay, the first customer! Oh no, who's next? I think I figured it out.... Darn copy-cats! You will hit the point where competition isn't sleeping anymore. … Continue reading Scaling First Revenue: Don’t Forget ARPU Expansion.
Startups are notoriously short on resources, especially when they are rapidly scaling. Scaling friction takes more tolls than anticipated. At these moments, startups become vulnerable to ecosystem changes: Not because they need to take immediate action, but because the perceived threat came as a surprise and your organization is frantically scrambling to understand your options … Continue reading Discuss Your Offensive and Defensive Strategic Options With Your Board.
Up to a year ago, I would have said that the CTO is the most important person after the CEO for enterprise software startups. I'm a tech geek, so that's natural. Without a working prototype or technology, there is no high-tech startup, so for most high-tech startups engineering is pretty important, obviously. By now I … Continue reading The Most Important Executive Besides the CEO.
Enterprise IT Infrastructure has probably the most disciplined budgeting process and most rigorous procurement department. Not that they are always on target, but they have a very clear understanding of the different buckets, ROI, impact on operations, and necessary multi-vendor management. Enterprise IT infrastructure organizations know the percentage their enterprise wants to spend on IT … Continue reading Scaling First Revenue: IT Infrastructure.
